From the course: Consulting Foundations: The Concept of Value

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How to avoid being seen as a commodity

How to avoid being seen as a commodity

From the course: Consulting Foundations: The Concept of Value

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How to avoid being seen as a commodity

- If you wanna avoid being seen as a commodity, you need to start by establishing a trusted relationship with your buyer. Value is a complex and abstract idea. Procurement departments like concrete deliverables, reports, workshops, speeches. Many buyers will try to box you in as a vendor of deliverables rather than an advisor with expertise and solutions. How do you make sure you're seen as a peer and not a vendor and that your prospect focuses on the value you create rather than the hours you work? Start with a look in the mirror. Do you believe that your work is differentiated? Think of someone else you know who might claim to provide the same service. What's different? What would your prospect lose out on by going with them and not with you? For example, many event planners need to hire keynote speakers. As you might imagine, some keynote speakers are willing to speak for free while others like Bill Clinton or Sir Richard Branson cost hundreds of thousands of dollars. Same…

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